I read a quote the other day that immediately resonated with me:
“Memorizing a playbook is like memorizing a script. When they change the script at the last minute, it’s like changing a play in the game.”
Never has this been more true than in the art of selling. No two deals are the same, though they likely share common DNA. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors—building playbooks for your sales teams is more like writing a “Choose Your Own Adventure” novel.
In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. In sales, it’s not much different…CONTINUE READING HERE!!